Sales organizations are making significant investments in coaching, training, and technology—but what separates top performers from the rest isn’t just what they invest in, but how they implement it.

Bringing new sales reps up to speed is one of the biggest challenges sales organizations face. A weak onboarding process doesn’t just slow down new hires—it creates massive financial and operational strain on the business. Without a structured, data-driven approach, companies suffer from long ramp times, high turnover, and missed revenue opportunities.

In a recent episode of Close Mode: The Enterprise Sales Show, host Brian Dietmeyer engages in a compelling conversation with Tonya McKinney, a seasoned marketing executive at IBM. Titled "A Marketer Raised by Sales Wolves," the episode delves into the enduring challenges and evolving dynamics of aligning sales and marketing strategies within large organizations.

Ever found yourself wondering how companies are supercharging their late-stage sales process?